1. business and industrial
2. advertising and marketing
3. public relations

How to Leverage Social Media
for Public Relations Success
Using Social Media to Generate Media Coverage and
Improve Brand Sentiment
By: Pamela Seiple
2 How to Leverage Social Media for Public Relations Success
Contents
1. Introduction
3
2. Generating Media Coverage
4
a. Media & Blogger Relations
4
b. The Inbound Marketing News Release
10
c. The Company Blog
14
d. The Social Media Newsroom
16
3. Social Media Monitoring & Crisis Communication
18
4. Value of Awards & Speaking Engagements
20
5. Customer Relations & Evangelism
22
6. Employee Relations
24
7. Measuring the ROI of Public Relations
26
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3 How to Leverage Social Media for Public Relations Success
1. Introduction
Without a doubt, the web and social media are making it easier for businesses to
communicate with their publics. At the same time, where there used to be a clear
delineation between marketing and public relations, the impact of the web has resulted
in a blurred line between the two industries.
Some would argue that this is leading to the “death” of public relations. On the contrary,
the web is actually helping to enhance the efficiency of the PR industry. So how can you
incorporate social media and inbound marketing to enhance your business‟ PR efforts?
This ebook will discuss major topics under the umbrella of public relations and explain
how you can successfully incorporate social media and internet marketing tools and
strategies to improve your business‟ public relations efforts in those areas.
Why PR Will Always Be Important
Public relations has been around for almost 100 years and won‟t be knocking on death‟s
door anytime soon. Put simply, public relations is the practice of managing
communication between a particular organization and its publics. Any given
organization has a number of publics. Whether it‟s by communicating with prospects,
customers, media, investors, the government, or even internally with employees, PR is
something that businesses will always need.
Why Social Media Participation is Critical for PR
People have always said good – and bad – things about brands, and now that social
media has risen in popularity, it means people have another platform to talk about your
company and products/services. The major difference, however, is in the viral nature of
this platform. When someone mentions your brand in social media, there is much more
potential for other people to notice, and it‟s monumentally easier for conversations to
spread much more quickly and easily. In addition, these conversations have the
potential to reach a much larger audience than ever before. If your company is not
participating in social media today, it‟s missing an opportunity to spread its message
and missing valuable – and even damaging – conversations that could be taking place
about your brand.
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4 How to Leverage Social Media for Public Relations Success
2. Generating Media Coverage
Media & Blogger Relations: Communicating With the
Media and Generating Coverage
While media relations is only one silo of public relations, it‟s the topic that‟s most often
thought of when public relations is mentioned. Obtaining coverage in media publications
(TV, radio, podcasts, online video, newspapers, magazines, online news sites, blogs,
etc.) is a great way to spread the word about your business and its products/services.
Where advertising is paid placement in media publications, PR coverage is free, thirdparty validation, which often results in more credibility for your business. So how do you
secure coverage in these publications and media, and how can social media help you
do this?
Tactic 1: Connect & Develop Relationships With Influencers in
Social Media
One of the best ways to land a mention (or maybe
even a feature!) of your business in the media is
to start by connecting with the journalists,
reporters, bloggers, and influencers who cover
topics in your industry. Luckily, the web and social
media are great facilitators of this. Whereas you
previously had to go through mass media to get
your message across, the web and social media
now give you access to a whole slew of
influencers with which you can easily interact and
develop relationships, all by yourself. By communicating with these influencers, you can
ensure your business is top-of-mind when an opportunity for a story comes along.
Below, we‟ve highlighted some great ways social media can help you build relationships
with influencers.
Twitter
Are you aware that many journalists, reporters, and bloggers make themselves
available on Twitter? Using Twitter is a great way to introduce yourself and your
company to the media. But how do you find the influencers in your industry on Twitter?
One way is to look for influential blogs in your industry (use blog search engines like
Technorati), subscribe to them, and start following their authors on Twitter.
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5 How to Leverage Social Media for Public Relations Success
Another way is to start following journalists who target your industry. Then start tweeting
with them, but don‟t oversell your business or product. Develop relationships by
tweeting about an article of theirs you enjoyed or ask how they feel about a particular
topic on which they write. Sometimes reporters will also use Twitter to broadcast that
they‟re seeking subjects or sources for a particular story they‟re writing. If it‟s a fit for
you, reply!
Twitter Tools for Finding Influencers:

Twitter Grader: Twitter Grader is one of our free Grader tools that can help
you find the top Twitter users by location and also measure the authority of a
particular user.

Muck Rack: Muck Rack is a free website that enables you to search for and
locate journalists by source (publication) or by beat (topic).

JournalistTweets: This free site curates tweets from journalists and allows
users to filter journalists on Twitter by industry.
Facebook & LinkedIn
Facebook and LinkedIn are great ways to maintain relationships with media, but
beware: These tools are a little bit more personal than Twitter. Don‟t start “friending”
every reporter you find in your industry. Instead, use Twitter as a way to initiate and
grow the relationship. Once the relationship exists, consider connecting on Facebook
and/or LinkedIn.
BatchBook
Although it‟s not a free tool, BatchBook is a great way to keep track of your
communication with influencers. Its core function is to serve as an address book that
you can use to keep contact information (including social media credentials) for people
(e.g. the journalists or bloggers you connect with), but it also allows you to keep track of
any email or other communication so you have a record of who you‟ve been in touch
with.
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Tactic 2: Pitching
We could write a separate ebook on the topic of
pitching. The results of pitching really depend on the
time and effort you put into it and can be very hit or
miss. You could end up with some really great
coverage, or you could end up spending many hours
of your time with no results. If you‟d like to spend some
time pitching to journalists and bloggers, here are a
few key points to consider:
Stay Targeted: Know the journalist/blogger and the beat(s) and topic(s) he or she
covers. One of journalists‟ and bloggers‟ biggest pet peeves is getting pitched about
something that doesn‟t coincide with what they write about. Don‟t spam them. It‟s a
surefire way to end up on a blog like the Bad Pitch Blog, and no one wants that kind of
exposure. Before you pitch people, spend the time to get to know their style and the
topics they write about. Make sure you read their content, and, when appropriate, leave
comments. This will show them you‟ve done your homework, are already engaged with
their work, and will also help you make decisions about which journalists are
appropriate for what you‟re pitching.
There are paid services out there (Vocus and Cision – formerly Bacon‟s – are the most
popular ones) that offer monster databases that keep an accurate tab on the contact
information for various journalists who write for different publications and what their
specific beats are. If you‟re serious about pitching, these can be great resources, as it‟s
often difficult and time-consuming to find contact information for specific journalists on
your own, and sending a pitch to the newsroom‟s „[email protected]‟ email address
is both ineffective and untargeted.
Don’t Pitch the Same People Repeatedly: Don‟t keep pitching the same journalists
and bloggers over and over again. That said, also don‟t assume that because a
journalist or blogger has previously covered your, they‟ll want to do it again. Segment
your targets and only pitch people who are very appropriate for the story you‟re pitching.
The next time you pitch for something different, target different people.
Brevity Is Key: Your initial pitch shouldn‟t be long, and you should avoid email
attachments. Journalists often don‟t have time to read pages and pages of email or
even press releases. Your initial pitch should be short, sweet, compelling, and highlight
the key points you‟re trying to make as well as why that journalist should want to cover
it. If they‟re interested, they‟ll request additional, more detailed information on their own.
Have Something Interesting to Offer: What‟s new and different about your story? Is it
particularly timely? Have an angle, and make it interesting.
Personalize It: Show your target you‟ve done your homework. Mention specific reasons
why what you have to offer will benefit his or her readers.
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7 How to Leverage Social Media for Public Relations Success
Help a Reporter Out (HARO) is a great
tool that helps to connect journalists‟
story needs with PR professionals who
might
be
great
sources.
PR
practitioners can register for a thricedaily email that highlights queries
submitted by journalists looking for
sources on specific topics or stories.
PR folks can then scan the email and
instantly reply to any appropriate
queries. HARO is especially helpful for
businesses that are interested in
reaching out to journalists but can‟t
commit a lot of man-hours to pitching. Be mindful, however, that HARO has dramatically
increased in popularity since its launch, and that for any given query, journalists could
be receiving a very large number of responses. Therefore, it‟s extremely necessary that
you not respond to a pitch unless it‟s appropriate, and try your best to make your pitch
stand out. Even if your pitch doesn‟t end up getting selected for a particular story,
journalists often put rejected pitches in their back pockets for future story ideas that
might be more appropriate.
Additional Resources:


ReportingOn
YourPitchSucks
Tactic 3: Using Creative Content as an Outreach Tool
At HubSpot, we‟re firm believers that creative content is often king. Content has the
ability to showcase your company as an industry thought leader, in addition to having
some major SEO, social media, and lead generation benefits. In terms of public
relations, content also has the ability to get you some media coverage. It‟s simple,
really. By creating something interesting, compelling, or even funny, people will naturally
want to talk about it, share it with their friends, or even write about it – no pitching
required. Think about why videos go viral. It‟s not because someone spent a lot of time
crafting an amazing pitch to a journalist. It‟s because the content itself was so
remarkable, people couldn‟t help but spread it.
Not convinced? Here are a few tactics and examples of how and which types of creative
content can lead to media coverage:
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8 How to Leverage Social Media for Public Relations Success
Create Fun, Interesting Content
In 2008, we did an experiment at HubSpot and released the first-ever, inbound
marketing music video entitled “You Oughta Know Inbound Marketing.” Without using a
fancy PR campaign, strategy for the launch consisted of tweeting about the video and
sharing it through HubSpot‟s social media channels like Facebook, LinkedIn, YouTube,
etc. We also utilized some of our relationships with influencers (see previous section on
media relations) by “pinging” them. In other words, we sent links to the new video via
short emails or even tweets and direct messages on Twitter to bloggers with whom we
were already friendly. The result was 43 blog placements in 12 days, 19 of which were
written on the same day as the video‟s launch. The video wouldn‟t have been such a
success had no one liked it. The quality and creativity of the content is what made it
excel. What kind of interesting, fun content can you create? A funny video? An
interesting infographic? A clever cartoon?
Publish Interesting Industry Data & Research
Many of the media mentions HubSpot receives are due to the data and research we
publish. One example of this is our annual State of the Twittersphere report, which
we‟ve been publishing since 2008 and compiles and discusses data we‟ve collected
from our Twitter Grader tool. Our strategy for releasing this report is similar to our
strategy for releasing our first inbound marketing music video – by simply sharing it on
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9 How to Leverage Social Media for Public Relations Success
our blog, via social media, and “pinging” a few influencers who might find the data
interesting. These reports have resulted in coverage and mentions from countless
media sources, including major publications such as the Los Angeles Times,
TechCrunch, Mashable, GigaOm, the blogs of prominent industry bloggers like Brian
Solis and a TV segment on NECN.
Earlier this year, the website Suitcase.com conducted a survey about how increased
baggage fees and tightened security regulations are affecting consumer behavior and
found that over half of respondents are planning to travel lighter and check fewer bags.
With the results of the survey, they compiled a report and created a landing page about
it on their website. Because the results of their research were so compelling and
interesting, the report was subsequently featured in an article on ReadersDigest.com.
Promote Content in Social Media
As we mentioned, social media is a great vehicle to spread your messages and share
your content. If your company doesn‟t have a corporate Twitter account or a Facebook
Fan Page, it‟s a good time to think about starting them. In addition to helping promote
your content, maintaining a presence on these sites is extremely beneficial to helping
manage your business‟ public relations. We‟ll dive deeper into this later.
Is there an opportunity for your business to publish some data or research on a
particular topic in your industry? Do you have a sample of customers you can survey to
produce a unique report?
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10 How to Leverage Social Media for Public Relations Success
The Inbound Marketing News Release
Press releases have long been a staple in public
relations practitioners‟ toolkits. But now that the
web has begun to revolutionize PR and
marketing, there‟s been a lot of discussion about
press release best practices. For example, you
may have heard talk about the Social Media
News Release (SMNR), a concept introduced by
PR agency SHIFT Communications. While the
SMNR is a step in the right direction toward
making news releases work better for your
business on the web, distributing these types of releases via wire services can often be
pricey and ineffective. Therefore, to help PR pros get the most out of their news
releases, at HubSpot we recommend what we like to call the Inbound Marketing News
Release, which is a style of news release we‟ve developed based on careful research.
The Inbound Marketing News Release is a new way to think about press releases and
has a heavy focus on search engine optimization and optimizing your releases from that
standpoint. The study we conducted to come to this conclusion compared the traditional
style release to the social media release over multiple wire distribution services with the
goal of learning how to optimize press releases for maximum PR benefits. Let‟s take a
look at the research, conclusions, and our recommendations for creating an effective
Inbound Marketing News Release. You can also watch the webinar that explains the
research and results.
Possible Goals for Creating News Releases
PR professionals create news releases for a number of different reasons. Here are
some of the top ones:




Generating traffic to your website
Getting journalists and/or bloggers to write about your company‟s story
Publishing “ceremonial announcements” over the wire
Building inbound links and increasing SEO to help your website rank better in
Google and other search engines
Key Results of HubSpot‟s Research
Based on our research, we found that:

Traditional releases syndicated 20% more often than social media news
releases.
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11 How to Leverage Social Media for Public Relations Success


Links were syndicated 14% more often from traditional releases than they were
from social media news releases.
Not all anchor text links are syndicated.
As you can tell from these results, the traditional style release actually did much better
than the social media release in terms of syndication in general and in syndicating links.
This is due in part because many portal sites (websites that syndicate releases in full)
don‟t support anchor text, links, or multimedia elements such as embedded video,
photos, or audio.
News Release Best Practices
Based on our research as well as other news release best practices, we recommend
the following guidelines when crafting news releases.
Regarding Content and Format:

Be direct and concise. Don‟t beat around the bush. The press release market is
already very saturated, and journalists and bloggers can‟t read every release that
crosses the wire. Making your release focused and to-the-point will give it a
better chance for survival.

Have something worth saying. Don‟t write a news release about nothing. Keep
in mind that not every bit of company news is worthy of a release (It can get
expensive!). Before you sit down to write a news release, make sure you have
something interesting to communicate.

Write using a newsworthy angle. Tying in your news with some kind of
newsworthy angle or story will increase its chances of catching a blogger‟s or
journalist‟s attention. Is it particularly timely? Does it fit in with some kind of hotbutton issue in the news? Angle your company‟s story in a way that might make it
more appealing to bloggers and journalists and, thus, more interesting to write
about.

Conduct keyword research to discover your best keywords. Use Google‟s
Keyword Tool to help you decide on which keywords to focus. Then use those
keywords in your release, especially in anchor text. This will help in terms of
SEO.

Use a descriptive headline, and limit it to 80 characters or fewer. Lengthy
headlines often get cut off on portal sites. In addition, because search engines
treat a news release‟s headline as an H1 (Header) tag, it‟s beneficial to also
make your headline keyword-rich.
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
Limit your release to 300-500 words. All wire services we spoke with during
our research agreed that this was the ideal length for a release. A longer release
is a sign of verbose content, and a lengthy release also hinders its ability for
syndication.

Eliminate Gobbledygook: Gobbledygook, a term coined by viral marketing
strategist David Meerman Scott, is jargon, clichés, and over-used, hype-filled
words that no longer mean anything. Eliminate these words from your releases.
(Examples include “cutting-edge,” “flexible,” “easy-to-use,” “innovative” etc.)
Remember, because news releases are now syndicated on the web, the media
aren‟t the only ones who will come across your news. Therefore, you should
communicate in words everyone can understand.

Don’t use formatting bullets. They rarely get syndicated.

Include your logo. It may not get syndicated, but it won‟t hurt either.

Don’t embed multimedia elements. Instead of embedding a video or photo
directly into the release, publish it somewhere on your own website (such as on
your company blog), and link to it in the release. This will save you money as well
as drive traffic to and centralize interaction on your own website.
Regarding Links:

Put the most important link at the beginning. Some portal sites will
automatically cut off your release after a certain word count. For the best chance
of generating traffic back to your site, include the link to which you want to
generate the most traffic early on in the release.

Always use anchor text. Not all portal sites will syndicate anchor text links, but
for the ones that do, you‟ll receive maximum SEO benefit from inbound links
utilizing anchor text.

Use full URLs next to anchor text links for important links. Don‟t do this for
every link, but do use it for the one to which you really want to drive traffic. This
will ensure that the URL still gets pulled in when portal sites won‟t syndicate
anchor text (example below).
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13 How to Leverage Social Media for Public Relations Success

Don’t repeat links or anchor text. (The guideline above is the only exception to
this.) Repeating links or anchor text within your release will dilute the value of the
links in the eyes of search engines.

Don’t litter your release with links. Search engines will frown upon very linkheavy releases. For a 300-500 word release, 3-4 anchor text links is appropriate.

Link to internal pages, too. Are you trying to generate some traffic or SEO
authority to other pages on your site besides your homepage? Link to these
pages within your release. (Example: http://www.hubspot.com/marketingresources)

When possible, make anchor text the same as your page title. This will place
increased emphasis on that link for search engines. (Notice how the page title
below matches the link and anchor text from the above news release example.)
Recommended Wire Services:




Marketwire
Business Wire
PR Newswire
PRWeb
Additional Resources:







Press Release Grader (grade the effectiveness of your press releases)
Gobbledygook Grader (check your content for gobbledygook)
PitchEngine (build social media news releases)
Social Media News Release template from SHIFT Communications
Live Weekly Press Release Optimization Webinar
Press Release Marketing Kit
On-Demand Webinar: How to Be Smarter Than Your PR Agency – Research on
Creating News Releases That Work
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14 How to Leverage Social Media for Public Relations Success
The Company Blog
As we mentioned earlier, creating content is a great PR outreach tool for generating
media coverage. Distributing news releases via a wire service might not be worth doing
for every bit of news (especially if you‟re not using a free service, which can get
expensive), but publishing articles on a company blog is a great way to share all of your
company news. If you already have a blog through which you exhibit thought
leadership, don‟t dilute it with company-centric information that could reduce the quality
and credibility of the educational, industry-related content you publish there. Instead,
consider creating a completely separate blog for company news, product updates, etc.
Here are some great ideas for how you can use your company blog to spread your
messages.

Publish Blog-Friendly News Release Content: Consider repurposing your news
release content for your company blog by making it less formal and more
conversational in tone. You can also include a link back to the article from the
original press release to drive traffic back to your site. (We talk more about this in the
previous section about the Inbound Marketing News Release.)

Publish Other Company News, Updates, or Achievements: Is your CEO
speaking at an upcoming industry conference? Did you recently win an award? Use
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15 How to Leverage Social Media for Public Relations Success
your blog to share news of your company‟s achievements, but be humble when
talking about yourself.

Communicate Product/Service Launches or Updates: Did you recently tweak
something in your product or add a new service offering? Communicate it to your
customers, prospects, and fan base with an article on the blog.

Demonstrate Your Company’s Unique Personality: Did you recently hold a fun
company-wide event like a scavenger hunt, a holiday party, or a softball
tournament? Write about it! Even better: Create a corporate Flickr account, upload
pictures from the event and embed a slideshow into the blog post. People will love
getting to know the people and culture that make your company‟s gears turn.

Include Social Media Share Links: Give the readers of your blog an easy way to
share articles with their networks and spread your messages. Include social media
share links on every article to enable readers and subscribers to spread your article
on social media sites like Twitter and Facebook.

Improve SEO: Like any blog, a company blog can have great search engine
optimization benefits. In addition, influencers are always looking for story ideas, and
writing an article about something unique will get indexed in search engines. Who
knows – your article just might pop up as a result in Google for a story for which a
journalist needs sources. Then he or she might come right to you. Talk about
inbound PR!
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The Social Media Newsroom
Are you making it easy for journalists and bloggers to learn about your company, its
products/services, and who to contact for additional information? It‟s a best practice to
have a page on your website where the media and bloggers can go to easily obtain this
information. Below are some tips for creating an effectives social media newsroom for
your website.

Provide Clear Media Contact Info at the Top: Sometimes a journalist or blogger is
simply looking for someone to talk to. Don‟t bury this information. The last thing you
want is a journalist losing interest because he or she can‟t find contact information.
Instead, clearly position it at the top of your newsroom, and include multiple methods
of communication – an email address, a phone number, even a Twitter handle!

Links, Links, Links: Instead of cluttering your page with tons of information, include
links to other pages on which you expand upon certain information. For example, if
you‟d like to showcase your award wins or the media coverage you‟ve generated,
provide links to separate pages you‟ve built to house that information.

Incorporate Social Media Elements: Your newsroom is a great spot to aggregate
the various places your company maintains a presence in social media. Include links
to your Facebook Fan Page, your company‟s Twitter feed, Flickr account, YouTube
channel, LinkedIn page, etc.
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17 How to Leverage Social Media for Public Relations Success

Include Interactive Elements: People like to absorb information and be stimulated
in different ways. Give your visitors variety. Some ideas include embedding a video
overview of your company or product, including eye-catching icons and photos, or
including links to audio (e.g. a podcast interview featuring your CEO).

Insert a Feed to Your Company Blog or Corporate Twitter Account: If you
publish a company blog (or two) or maintain a corporate Twitter account, add feeds
that display recent posts/tweets and the link to subscribe.
SHIFT Communications offers a great template for creating an effective social media
newsroom.
Download it: http://www.shiftcomm.com/downloads/smnewsroom_template.pdf
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18 How to Leverage Social Media for Public Relations Success
3. Social Media Monitoring & Crisis
Communication
As we mentioned at the beginning of this ebook, social
media monitoring is important for any modern PR
professional. And beyond monitoring, social media
participation is also critical. It‟s one thing to be paying
attention to conversations. It‟s another to actually get
involved. Luckily, with social media come some great tools
for monitoring the conversation about your brand so you
know where people are talking about you and can
participate accordingly. While paid social media monitoring tools and services exist,
there are also many free tools available to help.

Google Alerts: Set up multiple Google Alerts for your company, brand, products,
leaders, etc. The alerts will get delivered directly to your email inbox at the frequency
you indicate (e.g. daily or as they happen) and is a great way to help you track
media coverage and mentions of your brand on the web on news sites, in blogs, etc.

Twitter: Monitor mentions of your brand on Twitter with tools like Twitter Search or
HootSuite. CoTweet is also a great tool to help manage multiple users on a
corporate Twitter account and allows you to assign particular tweets to the
appropriate team member for follow-up.

Google Reader and RSS Feeds: Set up RSS feeds in Google Reader of searches
of your brand in other popular social media sites such as Flickr, Digg, Delicious, etc.
Scan the results in your reader daily for mentions.

Facebook Insights: Stay on top of and participate in discussions occurring on your
company‟s Facebook Fan Page. Use your Fan Page‟s Facebook Insights
Dashboard (found in the left sidebar when you‟re on your page as an admin) to show
you stats such as fan growth and page views to gauge your page‟s interaction and
engagement.
Social media monitoring can also be extremely helpful in managing crisis
communication. By staying on top of mentions of your company in social media, you‟ll
be aware of any negative or potentially harmful conversations taking place about your
brand. This will help you thwart any possibly reputation-damaging discussions in a more
time-sensitive manner. Here are some helpful ways to stave off negative reactions
about your company in social media during a crisis.

If you’re in the wrong, admit it. Keeping quiet has the potential to do more harm
than good. If you notice something negative spreading about you on the web and/or
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19 How to Leverage Social Media for Public Relations Success
in social media, it‟s best to address it head on. If you‟d like an example of how
keeping quiet about a problem has contributed to a damaged reputation, read about
the Kryptonite Lock case study.

Update people early and often. Whether it‟s something as small as a webinar
malfunction or something as severe as a security breach, if the situation is
happening in real time, continuously update the public on the status of the situation.
Twitter and Facebook are great ways to release updates in real time, but use your
best judgment about the best way to get the word out to your affected audience.

Be transparent. Tell people what happened. If you don‟t yet know what happened,
say you‟re looking into the root of the problem, and always apologize for any
inconvenience it may be causing the affected people. What people hate even more
than a crisis is when a company doesn‟t take responsibility for that crisis. Once the
actual crisis is over, write a blog article explaining everything – what happened, how
you reacted, what you‟re doing to make things better in the future, and how you plan
to keep it from happening again.
Additional Resources:


Alerts Grader (tool to help you easily manage your Google Alerts)
On-Demand Webinar: How to Monitor Your Social Media Presence in 10 Minutes
a Day
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20 How to Leverage Social Media for Public Relations Success
4. Value of Awards & Speaking
Engagements
Value of Awards
Submitting your company for and winning industry-related awards is a great PR tool.
Winning awards has a similar effect that media coverage does – it shows your publics
that your company and its products/services are worthy of third party validation. Award
wins can also be great as a recruiting tool.
Start researching relevant awards in your industry and putting together a database that
you can use to keep track of deadlines. If you win an award, publicize it in your press
room and/or create a dedicated page on your website to showcase your award wins.
Why not also write an article for your company blog and share your success (humbly) in
social media?
Value of Speaking Engagements
While social media has made building relationships and connecting with constituents
much easier, it shouldn‟t completely replace the personal touch of face-to-face
communication. Securing speaking engagements for your executives at educational,
industry-focused conferences and events is a great way to facilitate face-to-face
communication with potential and current customers as well as an effective way to
exhibit the knowledge, thought leadership, and expertise of your company‟s leaders.
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Start researching local events relative to your industry and reach out to event organizers
to pitch a particular speaker within your organization about presenting an educational
topic he/she has expertise in. Once a speaker has a solid repertoire of speaking
experience, start reaching out to higher-level, more popular conferences and summits
that attract larger audiences (these usually have a more formal submission/pitching
process using online forms and strict deadlines). Ultimately, putting a speaker of yours
in front of a large audience of potential customers can do wonders for your brand by
connecting your company‟s thought leaders with prospects face-to-face.
Once a speaker is confirmed for an event, use social media channels to generate buzz
and publicity about your speaker‟s presentation. Share the news on your Facebook Fan
Page or via your Twitter feed, write an article on your company blog, or create a web
page that aggregates upcoming speaking engagements. Even if people are unable to
attend the event in person, reading about your speaker‟s presence at the event will
show that your company is actively committed to thought leadership and connecting
with its publics face-to-face. Create a corporate SlideShare account and let people
know that the speaker‟s presentation will be uploaded there after the event. This will
enable those who cannot attend to access the speaker‟s slides afterward.
When speakers are preparing for speaking engagements, they should think of ways to
infuse social media elements into their presentations. As a speaker, offer ways for
audience members to connect with you online by providing your (and/or your
company‟s) social media credentials such as Twitter handles, Facebook Fan Page link,
etc. By giving the audience a way to connect with you, your brand, company, etc.
beyond the day of the event, you can help nurture and build the connections you make
at the event into more mature relationships online. Make sure your audience knows
that, following the event, you will upload the presentation to your company‟s corporate
SlideShare account so attendees can access and share your presentation slides even
after the event is over. Make sure speakers‟ business cards provide ways to connect
with them in social media, and consider adding their Twitter handle or Facebook link.
Check out the Science of Presentations ebook for more ideas about how to make your
presentations more social.
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5. Customer Relations & Evangelism
Your customers are a great public relations tool for your business. Happy customers
can become powerful evangelists of your company, products, and brand. Social media
is an effective tool to help you facilitate and improve communication with your
customers as well as a great way to promote your happy customers‟ successes. Here‟s
the why and the how:

Using Social Media for Customer Feedback and Support: Let‟s face it: Whether
you‟re a B2B or B2C company, your customers are participating in social media.
Making yourself available to them in this space is a great way to communicate with
them about a number of things, whether it‟s a product update, a maintenance issue,
or the intention of receiving feedback about your products or services. Businesses
are increasingly using Twitter for customer support by using corporate
representatives on Twitter to help support customers. Businesses are also taking
advantage of their Facebook presence to survey customers and foster two-way
communication.

Fodder for Media Coverage: Journalists are always looking for a great story. Do
you have a unique or interesting customer who has used your product or service to
achieve great business results or personal success? Customer success can be
great fodder for an interesting pitch.

Using Case Studies: Generating customer case studies is a win-win situation. You
get to show that your product or service actually works, and your customer gets to
demonstrate how successful they‟ve been! Consider creating a separate blog for
customer case studies and promoting those case studies in social media. Case
studies are also great to reference when pitching a customer success story to a
journalist or blogger.
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HubSpot recently published a separate ebook about customer evangelism called Digital
Word of Mouth: Let Customers Transform Your Marketing. Download it to learn more
about how to benefit from customer evangelism.
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24 How to Leverage Social Media for Public Relations Success
6. Employee Relations
A company‟s employees double as PR representatives for your business, whether you
(or they) like it or not. Now that social networking has become so popular and is working
its way into how we do business, many people have their own personal presence on
social media sites. They tweet from their own Twitter accounts, publish personal blogs,
participate on Facebook, have a profile on LinkedIn, and host their own YouTube
channels. While this may be scary to some business leaders, the reality is that your
employees will participate in social media, and it‟s very difficult to control what they say.
While businesses may find comfort in blocking access to social media sites at the office
or drafting strict social media guidelines for how employees should behave on these
sites, our recommendation is a more laidback approach. The biggest fear businesses
have about their employees‟ participation in social media is that they‟ll do or say
something that might misrepresent the company or cause damage to the company‟s
image and reputation. While these are valid concerns, our belief at HubSpot is that a lot
of these fears can be thwarted by simply making your employees happy and facilitating
good employee relations. Happy employees equal positive PR. Thankfully, there are a
few things you can do using social media to facilitate this:

Internal Wikis: An internal wiki is a great hub for internal communication and
collaboration within a company. Use a wiki both to help communicate new ideas
within the company and receive feedback from employees or to rally people to
organize a company picnic or group activity to increase morale!
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
Corporate Instant Messaging: Enable communication between employees and
across departments by implementing a corporate instant messaging system, such as
Spark.

Transparency: Being transparent is critical to maintaining trust among your
employees. Use email or your internal wiki to discuss company-wide issues or to
communicate changes and announcements. Keeping your employees in the dark
about major issues is sure to create unhappy workers.

No (or Little) Social Media Policy: No one wants to be told what to do, especially if
it involves their personal life. You can‟t dictate how your employees participate in
social media on their own time, and creating disgruntled employees by implementing
a strict social media policy will only fuel the fire and create disgruntled workers. If
you‟re going to initiate a social media policy, keep it simple, and use it to serve as a
reminder that employees should use good discretion when engaging in social media.
Your employees should have good common sense not to disclose confidential
information on Facebook, but sometimes a reminder doesn‟t hurt.
Remember, for businesses‟ presence in social media, reach is key. Every person your
company employs has their own social networks, and thus their own reach.
Empowering happy employees to spread the message of your company, its products,
and its mission positively is a great way to tap into a larger pool of potential customers.
For additional resources on the importance of personal branding, see Dan Schawbel‟s
Personal Branding Blog.
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7. Measuring the ROI of Public Relations
So you‟ve started becoming more actively
engaged in social media to aid your public
relations efforts. But can you tell if it‟s working?
Measuring the return on investment -- and more
appropriately for PR, the return on effort -- is an
important part of any marketing initiative. You
should always be measuring the success of your
programs to determine whether your efforts are generating positive results. Measuring
ROI can also help you decide if you need to make adjustments to your current
processes so you can get the most from your efforts.
Measuring ROI in public relations has always been a pain point for practitioners.
However, the web has helped to make tracking ROI more reasonable and less of a
headache. The following are some quantitative and quantitative ways you can track if
your PR methods are delivering results.

Track Mentions in Media Using Google Alerts: As I mentioned in the section
about social media monitoring and crisis communication, Google Alerts can be a
great way to track mentions of your brand on the web and in social media and blogs.
What is the tone of your mentions? Are they positive? Negative? Neutral?

Compare Mentions of Your Company Against Competitors: Consider measuring
how your company is faring against competitor brands in terms of media mentions
and their tones by setting up Google Alerts for your competitors as well. Compete
allows you to compare specific metrics of your website against its competitors, and
Website Grader also enables you to compare your website with your competitors‟
websites in terms of statistics like traffic rank and inbound links (see Website Grader
report example below).

Track Press Release Syndications: Track how many times the press releases you
distribute via wire services get syndicated on portal sites. Some newswire services
like Marketwire offer customized reports per release to show you where your release
has been syndicated.
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
Evaluate the Reach of Media Coverage: If your brand was mentioned on a popular
news site or blog or your CEO was interviewed on a podcast or online radio show,
use free web analytics tools like Compete or Alexa to determine the reach of those
sites. Similarly, if your CEO was interviewed on a traditional radio show, find out
what the listenership is typically like for that particular show.

Evaluate Your Reach in Social Media: How many Twitter followers do you have?
How many Facebook fans have you accumulated? Check out your Facebook Page‟s
Insights to determine if you‟re effectively engaging your fans.

Net Promoter Score: Net Promoter is a management tool that can be used to
gauge the loyalty of a company‟s customer relationships. Has your score increased
since you‟ve been dedicating more time and effort to customer relations?

Analyze Your Website’s Sources: Use Google Analytics to help analyze how
people are finding you online. Did your site visitors find a press release of yours on a
portal site that linked back to your website? Are you generating traffic from social
media sites like Facebook or Twitter?

Count Your Award Wins: How many awards have you won? Have any of your
award wins resulted in media coverage or talent acquisition?

Evaluate Your Speaking Engagements: How many speaking engagements have
you secured? What was the size of the audience to which you presented?

Ask Your Customers How They Found You: While it might be difficult to
determine otherwise, consider asking customers or prospects how they initially
found out about you to determine if your PR efforts are actually working to attract
prospects and, ultimately, customers.

Compare Results Before and After Specific Initiatives: Maybe you launched a
Facebook Fan Page or corporate Twitter account recently. Do you notice any
difference in your business‟ reputation or public perception since you started
devoting more time to specific PR efforts?
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About HubSpot:
HubSpot is online marketing software that:
• Helps businesses get found online by more qualified visitors.
• Shows businesses how to convert more visitors into leads.
• Gives businesses tools to close those leads efficiently.
• Provides businesses with analytics to help make smart marketing investments.
Based in Cambridge, MA, HubSpot can be found at HubSpot.com
To start a free trial of HubSpot software today, go to: HubSpot.com/free-trial
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